Chapter 1 : Négotiation the mind and heart First book in negotiation: 1991 ------------------------------------------------- Why should negotiation be a core management competency? 1. Dynamic nature of business 2. Interdependence Power is the extend to which person A is dependant on person B. Who have the power? Depends on the needs * Unsubstituable * Important * Scarce: rare 3. Economic forces Because of the economic crisis and the problem of unemployment it’s
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price that happens at yard sale‚ flea market‚ or used car lot. bargaining 3. (p. 6) Negotiating parties always negotiate by __________. choice 4. (p. 6‚ 7) There are times when you should _________ negotiate. not 5. (p. 8) Successful negotiation involves the management of ____________ (e.g.‚ the price or the terms of agreement) and also the resolution of __________. tangibles‚ intangibles 6. (p. 9) Independent parties are able to meet their own ____________ without the help and assistance
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CONVERSATION OF NEGOTIATION AT MATTA FAIR Promoter : Good morning sir! Welcome to our booth. May I help you? Me : Good morning. I was searching for my vacation at Sarawak. Do you have any good package for me? Promoter : Of course we have sir. This is the list that we offer through out this year. When you plan to go to vacation? Me : Oh‚ I would prefer in June. Do you have any good package? Promoter : Lucky for you sir! In June we have very good package. During that month they will
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Work Place Conflict Negotiation The only workplace conflict I can think of to write about is when I worked for a company called WorldPages. The conflict was between me and a coworker‚ Sue. Sue had a habit of coming to work late or with a hang-over and not doing her share of the work. We built the information pages in the phone books called the “talking pages.” If the project was a small book it was not a problem‚ one person could manage doing that without any help within the time limit. The larger
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involves negotiations of one sort or another. I think this book is descriptive‚ provides good foundation for successful international negotiations‚ proves to be useful and contains various tips on organizing and conducting both local and international negotiation. I found various interesting concepts to talk about however; I will focus on three significant elements‚ Role of the Chief Negotiator (CN)‚ Choosing Appropriate Negotiation Style and Culture’s Impact on International Negotiation. While
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Law of the Olympic Games Law 451D – Sec. 001 (4-Credit Seminar) Spring 2010 Administrative Information Professor Joseph Weiler Instructor: Ken Cavalier E-mail: weiler@law.ubc.ca E-mail: kcavalier@telus.net Phone: 604 – 822 – 4246 Phone: 604 – 581 – 0261 Office: Curtis 221 Instructor: Arun Mohan Instructor: Brian Schecter E-mail: arunmohan1@hotmail.com E-mail: puddlesbri@aol.com Phone: 604 – 375 – 3901 Class Schedule:
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THE NEGOTIATION PROCESS By Charles B. Craver When people prepare for bargaining encounters‚ they spend hours on the factual issues‚ the legal issues‚ the economic issues‚ and the political issues. They spend no more than ten to fifteen minutes on their negotiation strategy. When they begin their interaction‚ they have only three things in mind relating to their negotiation strategy: (1) where they plan to begin; (2) where they hope to end up; and (3) their bottom line. Between their opening
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Essentials of Negotiation - Chapter 1: The Nature of Negotiation Key Words Models Bargaining Dual Concerns Model Bargaining Range BATNA Claim value Concession Making Conflict Dependent Dilemma of Honesty Dilemma of Trust Distributive Bargaining Independent Interdependent Intergroup Conflict Integrative negotiation Intragroup Conflict Intrapersonal or Intrapsychic Conflict Interpersonal
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guidelines that you should follow during the negotiation Negotiation involves a two-way communication and the outcome is influenced by the mindset‚ abilities‚ and techniques used by the parties of the negotiation. One guideline to the outcome of any negotiation is dependent upon getting the timing right. To achieve this try to organize and plan the circumstances for the negotiation beforehand. This also involves considering the possible outcomes of the negotiation to better understanding the variables
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Andrea von Wunster Fordham University Dean Einersen 5/10/11 ESSAY # 1 As a manager‚ one must consider the cultural component of each negotiation process. Negotiations that take place internationally incur an even more dramatic set of cultural factors that contribute toward each party’s perception of the negotiation. “International business deals not only cross borders‚ but they also cross cultures. Culture profoundly influences how people think‚ communicate‚ and behave. It also affects the
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